In this sales comp clinic, Scale CRO EIR Ryan Azus and CFO EIR M.G. Thibaut answer the most frequent sales compensation questions we hear from early-stage startups.
A sales comp plan is a complicated machine: there are a never-ending set of levers you can pull in designing your comp scheme, and pulling one forces you to reconsider all the others. It’s no surprise, then, that founders and sales leaders are constantly looking for an instruction manual. Ryan and M.G. have provided one by answering common questions concerning:
- How to set appropriate quotas and accelerators
- How to handle nuanced aspects of sales comp, including windfalls, draws, debookings, and payments
- How to tailor your comp plan to your sales cycle length and pricing model
In addition they provide benchmark data, an off-the-shelf templated comp plan, commission calculators, and other tools.